Selling at Margins Higher Than Your Competition

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Some of the toughest fights we have with ourselves in these times, is what should we do when customers aren’t buying, what should we do when the competitor down the street charges rock-bottom fees and charges, and how can we drive results for ourselves without freaking out and alienating our customers.  Participants in this seminar learn how to effectively manage the pricing discussion, effectively target prospects and referral sources, which sales segments have the highest impact, and how to be a rainmaker in these “interesting” times in banking.

At the end of the session, each participant will complete an action plan that will focus on one  concrete idea that can be immediately implemented upon the return to the bank.

Seminar Topics

• Compete on anything other than price
• Compete on quality and value, and your value proposition
• Differentiating yourself and your bank
• Referral generation
• Selling in a Rebound economy
• The top 10%:  yours and theirs
• Selling to high priority customers
• Niche sales:  Women-owned business
• Rainmaking skills for the bank

Who Should Attend
This seminar is designed for any banker engaged in selling to customers, or in managing sales people, and includes managers, VPs and SVPs  of retail banking, mortgage banking, and commercial lending; as well as marketing managers, commercial loan officers, branch managers, mortgage lenders, business development officers, and private bankers.

About Your Presenter
Duane F. Sobecki is the CEO of Focused Results LLC, a sales strategy firm. A renowned authority  in business development and strategic market segmentation, Mr. Sobecki provides actionable strategic sales, marketing and planning strategies  to financial service corporations, health care organizations, schools and universities. 

Before working at Focused Results, Mr. Sobecki was director of business development and one of the founders of the Financial Services Institute at the University of Indianapolis — a bank, credit union, and insurance education and research center. 

Mr. Sobecki holds a BS in business from Indiana University & is a certified management planner.  A charismatic speaker, Mr. Sobecki has led seminars & workshops on sales, marketing & management at numerous universities and corporations

Fees
The following fees include the program, materials, continental breakfast, lunch and refreshments:

IBA Members 
$225 First Person 
$155 Additional Member from Same Institution

Non-Members
$450

Agenda
8:30 a.m. Registration & Continental Breakfast
9:00 a.m. Program Begins
12:00 Noon Lunch (included)
1:00 p.m. Program Resumes
4:00 p.m. Program Adjourns

Location
IBA Center for Professional Development
6925 Parkdale Place
Indianapolis, IN 46254

The IBA Center for Professional Development is located on the westside of Indianapolis just off of I-465. From I-465 take the 38th Street West Exit (Exit 17). When you exit go west on 38th street. Turn north/right onto Eagle Creek Parkway and then east/right onto Parkdale Place. Our address is 6925 Parkdale Place, Indianapolis, IN 46254. Click here for a map and a list of local hotels. Dress is business casual.

Confirmation/Cancellation
Everyone who registers online will receive an e-mail confirmation after the registration is submitted. Within three or more business days prior to the day of an educational program, no cancellation charge will be assessed. Within two days prior, 50% of the fee is assessed. Refunds are not provided for cancellations or absences which occur on the day of the program. Substitutions are welcome at any time.